In your heart of hearts, don’t some of your clients, customers, and members deserve a good firing? The ones you don’t like. The ones you dread speaking with. The ones who always need something. The ones who require a lot of work. The ones who require a lot of time (or all of your time). The ones who are somehow successful enough to keep calling, coming back, and paying you – despite themselves.
I hate to boast (not really), but I have way more business than time right now – and so do many of you. When you have less time to do a “great” job of servicing “not so great” clients, you lose the opportunity to get newer and better clients (no offense). This is tough to swallow, I know, especially when you are surrounded by seminars, books, newsletters, and blogs that focus on how to get more prospects, more referrals, and more business.
If and when you are ready to begin taking a cold, hard look at your clients, look at yourself in the mirror (or at least at your client list) and ask yourself these questions about each one.
? Am I still learning and being challenged?
? Am I still adding value that my counterparts and competitors can’t add?
? Am I still getting paid what I’m worth (or what the product or project is worth)?
? Am I still regularly introducing new products and services?
? Am I still being referred by the client to do more of the business that I like?
? Am I still having fun?
If your answer to three or more of these questions is “no,” then ask yourself if it’s time to think about cutting them loose. It ain’t easy, but you have to let some of this stuff go, man – and next Thursday, I’ll show you how.
Michael Goldberg is a speaker, author, and consultant, and the founder of Building Blocks Consulting. For more information or to subscribe to Michael’s free online newsletter and blog The Building Blocks to Success, please visit www.NetworkingForProducers.com or www.TheBuildingBlockstoSuccess.com.